Staff refusing to do trade shows - any advice?

[ClareB]

Hi, hope someone can help.

We are a business with a product in development, and have been doing a LOT of trade shows of late.

With almost no sales team in place (yet), we rely on other staff (technical, development, customer service) to help out at trade shows. This is obviously not part of their job description, but their contract does cover an eventuality such as working at different locations and different hours from time to time 'to suit the needs of the business'.

My question is: can staff refuse to attend, without a valid reason? We'd never force anyone, and if staff have commitments then I'd like to think we have a culture where we wouldn't interfere with this. I'm talking about staff saying they'll go, and then turning around the week before and saying they can't/don't want to.

We don't want to force people, but need to rely on staff at the same time.

[Cornish Steve]

Working a trade show is very hard work, so I understand the reticence of your team about this. On the one hand, you should be able to ask them to do whatever is needed for your business; on the other, it's very tiring (and often very boring) work.

Have you discussed the matter with them individually? Would adjusting the booth schedule help, or adding another chair (standing is the worst part), or letting them spend a couple of hours around town, or letting them bring their family to stay at the hotel, or paying time and a half, or paying a bonus that depends on the number of leads?. Maybe there are some incentives that would transform the situation.

They are wrong to refuse to go: That almost sounds like someone trying to a win a "More than my job's worth" award. Still, booth duty week after week is very unappetising and physically taxing.

[M-C Hoare]

Depending on their reason for saying no, a refusal to obey a lawful and reasonable request from an employer is a breach of duty and can lead to dismissal once the disciplinary procedure has been exhausted.
If you want some more detailed legal advice, I can recommed Edward Aston of Astons Solicitors (you can find them via the Law Society website or call them on 01327 706700 or 01327 706705) who is an employment specialist.
Marie

[Mister B]

I don't think that they can agree to work and then change their mind only giving a weeks notice. IMHO it's unreasonable.

We used to have similar problems when we used to attend shows, the way we got round it was to make the whole event more worthwhile for the employees. The way that we did this was through the organisation of social functions in the evening. i.e Bowling followed by dinner etc. Naturally all paid for by the company.

Ultimately, the staff felt that they were being rewarded and looked after and were more than just numbers.

Win win really:)

Mister B

[ClareB]

Thanks everyone for the replies - we don't have a lot of incentives apart from TOIL, but can look at other options to make it seem more attractive.

[sirearl]

Depending on their reason for saying no, a refusal to obey a lawful and reasonable request from an employer is a breach of duty and can lead to dismissal once the disciplinary procedure has been exhausted.
If you want some more detailed legal advice, I can recommed Edward Aston of Astons Solicitors (you can find them via the Law Society website or call them on 01327 706700 or 01327 706705) who is an employment specialist.
Marie

Rubbish if its not in there terms of employment its not.

Trust the law to be soliciting.:D

Earl

[M-C Hoare]

Trust the law to be soliciting.:D

Earl

I know with my surname it would appear so but I can assure you that I do not solicit, but practice as a solicitor! Although I know some would argue that the former is the more honest trade. With my name and profession, there is not a lot I haven't heard re: soliciting and lawyer bashing.

Marie

[MH1]

Personally, staff manning such shows when they obviously do not wish to do so will probably be more damaging than not turning up in the first place. I would recommend concentrating on finding someone who wishes to do it, and dealing with the others when appropriate.

[Mattonella Tile Studio]

There's a company I know of and at most of the trade shows I've seen him at he hires models to drum up interest in his stand based on a theme. Would that be viable for you?

[Cornish Steve]

The other thing to bear in mind is that you don't want to lose your staff. As I mentioned before, manning a booth at a trade show has to be one of the worst and most tiring jobs around. It's not worth losing good people over this.

[yorkshirejames]

There's a company I know of and at most of the trade shows I've seen him at he hires models to drum up interest in his stand based on a theme. Would that be viable for you?

The obvious comment is that if there are going to be some young models that your team may be able to chat to/look at, this could well incentivize them...

My other thought was that if these people have less than a years' service, now may well be the time to get rid, rather than have them acquire more employment rights. You mention that you have a product in development, so perhaps you've recently started the business?

[ActivSTEP]

Models are definitely one option to attract people to your exhibit but if they don't have the product knowledge again this could be damaging or make your exhibit appear unprofessional - they could be used to book meetings with interested parties if you have the space to host small meeting at the event and assign you (and any willing staff's) time to the clients on a 1 to 1 basis. The models could be used to try to get people to the stand, get contact details etc but obviously they are not sales staff and lack the product/service knowledge to communicate with your potential clients the message you want to convey.

You really need your sales team on board - you could offer commission on quality leads/sales as a possibility for the duration of the show but saying that, if they are not willing to attend a show to do, in essence, their job, it may be worthwhile looking for new employees. I agree with an earlier post, if someone doesnt want to be there, it will show and can be damaging.

Ask your staff what would motivate them to attend and to be positive and pro-active at the event or even ask them why they are not willing to attend and work around the issues - is it late working? give them a day off, early start? put them up in a hotel.

All to often at trade shows you see people sitting around really looking like they dont want to be there, for me personally if there service/product doesnt excite them...im sure it wont excite me.... next stand...

[lockie]

One valid reason for not showing up is that they haven't recieved the appropriate training on how or what they are supposed to do.You did say they are from technical etc and you have no sales people,have you given any of these staff sales training for the shows ?

If it wasn't in my job description i wouldn't do it. some people may be technical experts because they dont want to be in sales, just a thought.

[signify_promotions]

Hi, I used to work for a company that relied upon trade shows/exhibitions to get sales and it served him well. At first it was it was just 2 in the first year the next year it was 4 exhibitions. 3 years down the line he now does 6 exhibitions a year and he wanted me to do them all with him and it got very difficult because I had family commitments. That said I still attended with him because I wanted the company to do well. Even though I have started up on my own now he still asks me to do them with him and it benefits me because I can promote my own product as well. Your staff should really want the company to do well so if they don't have a real reason, maybe there not really bothered about the company and they are not the right kind of people you need. Incentives is a great idea too.